MADHANKUMAR SHANMUGAM
CHENNAI
Summary
Being a management graduate with 15years experience the FMCG Modern Trade, I like to explore new avenues and to thrive on solving the challenges that surface is my objective in life
Enthusiasm, willingness to learn, adaptability are my strengths, being innovative & Hardworking are my qualities
Possessing the above, my aim is to be a part of a professionally managed organization, which would help me in exhibiting my strengths, allows me to rely on my qualities thereby playing a pivotal role in the growth of the organization and helping myself for better things in life.
Overview
17
17
years of professional experience
Work History
NKAM (Feb'2022 Onwards) Sr ASM (Nov'19 to Jan'22))
ZYDUS WELLNESS
CHENNAI
2019.11 - Current
- Deliver AOP Revenue, Volume, Share and Profitability for Pharma - Apollo, Medplus Account, CnC - Metro and Walmart Account, Grocery - Max Hyper and Lulu Account.
- Joint Business Planning with National Accounts
- Develop, Negotiate, Sell and Execute optimal Terms of Trade with the help of Manager and ensure compliance.
- Execution of TOT Clauses, Market Work with planned PJP.
- Manage Range, Assortment, Space, Visibility & Chilling Infra placement at the stores for the designated customers.
- Conduct periodic Business Reviews with the Customer HQ Team (Ensuring usage of Scan/ Shipment data for understanding opportunities and improvement areas.
- Develop appropriate Promotion Calenders with the Customer factoring cost effective Promotions, Feature Ads, New Product Introductions and In-store activities.
- Forecasting and making RSP, then Work with Supply chain team to deliver 90% plus fill rate consistently.
- Designing suitable Merchandizing Strategy to ensure Out of Stock on Shelf contained to acceptable limits and deliver Visibility on standards.
- Commercial Hygiene - Support Finance team to ensure payments come in on time and account reconciliation happens periodically.
- Claims from the Account monthly at par with approved budget and execution, submission to finance team for maintaining proper books of accounts.
- Support field team to ensure Best in Class execution.
- Ensuring listing of new products which is suitable for the chain and market base.
KAM
Heinz Ind Pvt Ltd
Chennai
2015.11 - 2019.10
- Responsible for Pan India sales of Modern Trade Account like Metro, Walmart, Apollo and Medplus
- Reviewing of Monthly Performance v/s targets
- Devising annual operation plan for Key Accounts based on short term and long term goals and industry trends
- Conceptualising, developing & execution of sales strategy for major Modern Trade outlet
- Continually look for ways to increase sales, improve efficiency & customer service
- Monitoring competitor's strategy
- Business development through merchandising, consumer offers, shop in shop, in store branding and advertisements
- Forecasting sales plan & Stocks plan for my set of Chain at CFA level.
- Modern Trade Distributor Management on all India basis. Along with management of the credit limits on regular basis, with timely settlement of claims
- Implementation & Continuation of ATL & BTL activities in all the Modern Trade Outlets
- Coordinating with Trade Marketing Team and Brand Team for future market executions in my Set MT accounts to push the sales and target,
Business Development Manager - Modern Trade
Parle Agro
Chennai
2012.05 - 2015.10
- Handling sales through distributors to MT retail accounts like Big Bazaar, DMart, ABRL, Spencers and Regional Chains for TamilNadu and Kerela states.
- Expending the Business by Area, covering the supply chain to Tier II cities by appointing the distributors.
- Negotiation and generation of PO's from local buying managers thru team or self. Servicing of PO's in coordination with supply chain for Stocks.
- Ensuring 100% fill rates to MT accounts by managing stocks at distributors and right forecasting.
- § In store merchandising, FIFO, Visual Merchandising, Share of shelf, Competitors’ analysis.
- Reconciliation of local sales promotions budgets/ Invoices with coordination from Accounts and Finance team.
- Handling Trade Activation for MT Accounts for Merchandising Activities like new launches, Visibility and Promotions conducted at the account level.
- Handling Third party team comprising of Promoters and supervisors at the outlet level for merchandising and off takes of products.
Category Manager
Foodworld Supermarkets Pvt Ltd.
Bangalore
2008.04 - 2012.05
- Responsible for Annul Business of FMCG Foods and Beverages Category – Top line Sales and Bottom line Margin focus.
- Handling 64 Supermarkets in South India for Food & Beverages Category planning and sales strategy incl space selling.
- Man Power Management: Co-ordinating with Area Managers and Store team to execute & implement the sales plan.
- TOT - Trading Term negotiation for bottom line margin improvement along with JBP.
- Master Correction and Range Rationalization at end of each quarter. Market share analyzing to understand the Brand wise performance for future focus.
- Plano gram making for In Store Merchandising, Visual merchandising, End Cap and floor stack execution to ensure better other income.
- Private Lable/Own brand product development and launch as per organization’s strategy, and comparison competition.
- Vendor Souring, Reconciliation, Coordination and Relationship.
- Stock Planning, OOS monitoring and Stock Holding. Responsible for Fill Rates.
- Working on Negative Working Capital.
- Promo plans as per the Seasonality business and its execution at store level.
- Analysis of RGM, ROI business area wise.
Category Executive
Pantaloon Retail Ind Ltd (Future Group)
South
2006.11 - 2008.04
- ABP – Sales target and achievement as per the budget.
- In store Merchandising and display executions.
- Man power management in store operations.
- Promo implementation and Ensuring category flow as per plan-o-gram to provide ease to customers.
- Competition analyses in the present market and give feedback to back end category team.
- Working on Negative Working Capital.
Education
MBA - Agricultural Business And Management
TamilNadu Agricultural University
Coimbatore, TamilNadu05.2006
Bachelor of Science - Food Science
Agricultural College & Res Institute
Madurai05.2004
Skills
- Key Account Management - Modern Trade,
- TOT and JBP Negociation,
- Sales and Merchandising,
- Service Relationship
Accomplishments
- Secured more than 90 certificates in various sports and Games,
- University representation for Cricket and Football,
- Best Youth Award in 2004 by Bharthi Yuva Ganthira Trust, Madurai for excel in Sports and Educational activities,
Timeline
NKAM (Feb'2022 Onwards) Sr ASM (Nov'19 to Jan'22))
ZYDUS WELLNESS
2019.11 - Current
KAM
Heinz Ind Pvt Ltd
2015.11 - 2019.10
Business Development Manager - Modern Trade
Parle Agro
2012.05 - 2015.10
Category Manager
Foodworld Supermarkets Pvt Ltd.
2008.04 - 2012.05
Category Executive
Pantaloon Retail Ind Ltd (Future Group)
2006.11 - 2008.04
MBA - Agricultural Business And Management
TamilNadu Agricultural University
Bachelor of Science - Food Science
Agricultural College & Res Institute
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